79 — Appendix
Status: CANONICAL · Commercial OS
Owner: Founder + PMM hat
Last verified: 2026-07-21
Purpose
The reference tables the whole system leans on: the claims register (every public quantitative claim, verified and dated), the canonical numbers table, the document governance rules, and the source map to upstream truth.
Target audience: Everyone maintaining or auditing the Commercial OS.
1. The Claims Register (nothing ships publicly unless it's here)
| Claim | Source | Verified | Review by |
|---|---|---|---|
| 70+ connectors | Live connector registry / Tier A canon | 2026-07 | 2026-10 |
| Entity360 assembled < 200ms | Canonical spec / product measurement | 2026-07 | 2026-10 |
| 150+ entity types, one tenant-level Spine and 12 role/department projection configurations | Canonical spec | 2026-07 | 2026-10 |
| QBR prep 4 hours → 12 minutes | Design-partner result — attribute as design partner | 2026-07 | 2026-10 |
| 89% DAU within 2 weeks | Design-partner result — attribute as design partner | 2026-07 | 2026-10 |
| 2–4 hrs/day context gathering; $62K/yr per CSM | Canon market numbers (06 §1) | 2026-07 | 2027-01 |
| 130+ SaaS apps per business | Productiv study, 2025 | 2026-07 | 2027-01 |
| 82% see AI data collection as threat · 76% enterprises require oversight · ~80% quiet demotion | Canon survey figures ([06 §1]) | 2026-07 | 2027-01 |
| $47B operational intelligence market · $16.5B CS software | Canon TAM ([06 §2]) | 2026-07 | 2027-01 |
| "The only AI memory that requires your approval" | Competitive scan (08 §2) | 2026-07 | 2026-10 (quarterly — competitive claim) |
| 97%+ gross margin structure; COGS $0.55–2.10/seat | FINANCIAL_MODEL §2 | 2026-07 | 2027-01 |
| $8M account save | Founder origin story — narrative only, never a customer statistic (14 §4) | — | permanent rule |
| SOC 2 status | 42 §3 — quote the dated table, never summarize upward | monthly | monthly |
Register rules: new public number → added here first with source ([06 §5] for market numbers) · expired review date = claim pulled from new assets until re-verified · competitive claims reviewed quarterly without exception.
2. Canonical Numbers Table (cross-document consistency anchors)
| Number | Value | Defined in |
|---|---|---|
| Pricing | $19 / $59 / $119 seat/mo annual · Enterprise custom · monthly +20% | 30 §2 |
| Regional pricing | ₹499/1,499/2,999 · $12/39/79 | [30 §2] |
| Deal math | Land ~$10.6K · core ~$28.6K · blended ~$22K · Enterprise $150K+ | [30 §2] |
| ROI defaults | H=3.0 · C=$65 · A=0.4/0.6/0.8 · 22 days | 29 §1 |
| Activation | ≥5 approved actions + ≥4 workbench-first mornings/wk; account ≥70% seats by day 30 | 45 §3 |
| North star | ATA/seat/wk: 5 floor · 8 mature | 72 §1 |
| Retention | GRR ≥ 92% · NRR ≥ 120% | [72 §2] |
| Funnel | S1→Won ≥ 20% · POV win ≥ 60% · cycle ≤ 90d · coverage ≥ 3x | 74 |
| 2027 exit | 35–40 customers · ~$800K–1M ARR | 77 §1 |
| Seed | $750K–1.2M · 45/25/15/10/5 allocation | 67 §10 |
3. Document Governance
Every document carries Status/Owner/Last-verified · precedence: 18 Terminology wins language, 30 wins prices, 72 wins metric definitions, 06 wins market numbers, newest dated decision wins narrative — evolutions recorded in ledgers, never silently rewritten · quarterly audit: terminology checklist sample + claims register + cross-link integrity ([76 §4] ritual hosts it) · changes to CANONICAL docs get a dated evolution-ledger entry when they reverse a decision.
4. Upstream Source Map (what this OS derives from — never contradicts)
| Source | Owns |
|---|---|
docs/doctrine/00–04 | Product/platform/experience/distribution truth — the layer model, control grammar, boundary contract |
docs/spec/INTEGRATEWISE_CANONICAL_SPEC_v1.0.md | Platform technical truth |
docs/STRATEGIC_BUILD_PLAN.md | Execution sequencing truth (180-day plan) |
docs/product/FINANCIAL_MODEL.md | Financial model (per-seat re-basing noted in [30 §6], [77 §1]) |
docs/product/INVESTOR_WRITEUP.md + FUNDRAISE.md | Investor fact archive (narrative evolved in [67]/[68]) |
docs/sales/* | Call-level drill guides (extended by [36]–[41], still valid) |
5. Glossary Pointer
The single glossary is 18 Terminology Guide — deliberately not duplicated here. One dictionary, one place.
KPIs: register completeness (zero unregistered public claims found in audits) · review-date compliance 100% · cross-link integrity (zero broken links at quarterly check) · governance-rule violations caught and corrected, trending to zero.
Related: 18 Terminology · README · 20 PMM Guide · 76 OKRs